US start-up, Watchfire, is sounding out local resellers to help push its security offering for the nascent Web application space.
Asia-Pacific managing director, Anthony Lim, described his visit this week as a fact finding mission. The vendor currently has a small Melbourne-based reseller but is keen to find resellers in Canberra and Sydney to broaden take-up and availability of its flagship product, Watchfire AppScan.
"We are like the spell checker," Lim said. "We help companies cross their Ts and dot their Is. Essentially we are helping companies write smarter code." Watchfire competes closely with Finjan, SPI Dynamics and Whitehat Security.
Lim is familiar with these shores. Over a decade ago, he came out and set up CheckPoint's Australian office, which was taken over by Peter Sandilands. Now based in Singapore, Lim said he had yet to figure out what channel model he wished to roll out for WatchFire locally.
"In Asia the two-tier distribution model turned out not to be very useful," he said.
Ideally, resellers would need to understand software development, quality assurance, testing, auditing and compliance, he said.
"Watchfire is a whole new security product. It is not an out-of-the-box product like a traditional firewall, antivirus or IDS. It is a code scanning solution and almost every security reseller has never had to write code or scan. Resellers need to provide consulting and services as they are doing the integration."